The Essentials of Contract Negotiation

✍ Scribed by Stefanie Jung, Peter Krebs

• Publisher: Springer International Publishing
• Year: 2019
• Tongue: English
• Leaves: 250
• Edition: 1st ed.
• Category: Library

✦ Synopsis

This book focuses on the tactics and strategies used in business-to-business contract negotiations. In addition to outlining general negotiation concepts, techniques and tools, it provides insight into relevant framework conditions, underlying mechanisms and also presents generally occurring terms and problems. Moreover, different negotiating styles are illustrated using an exemplary presentation of negotiation peculiarities in China, the USA and Germany. The presented tactics and strategies combine interdisciplinary psychological and economic knowledge as well as findings from the field of communication science. The application scope of these tactics and strategies covers business-to-business negotiations as well as company-internal negotiations.

The fact that this book does not necessarily stipulate any prior knowledge of the subject of negotiations also makes it highly suitable for nonprofessionals with a pronounced interested in negotiations. Nonetheless, it provides proficient negotiators with a deeper understanding for situations experienced in negotiations. This book also helps practioners to identify underlying mechanisms and on this basis sustainably improve their negotiation skills.

✦ Table of Contents

Front Matter ....Pages i-xi
Introduction and Instructions for Use (Stefanie Jung, Peter Krebs)....Pages 1-6
Preparation and Negotiation Process (Stefanie Jung, Peter Krebs)....Pages 7-19
Alphabetical List of Key Notions (Stefanie Jung, Peter Krebs)....Pages 21-171
Cultural Differences in Negotiations: An Overview on the US, China and Germany (Stefanie Jung, Peter Krebs)....Pages 173-206
Back Matter ....Pages 207-242

✦ Subjects

Law; Fundamentals of Law; Law and Psychology; Business Law; Civil Law